Erin Patrick Pence 22105 66th Ave. W.

#3C, Mountlake Terrace, WA 98043

* Cellular (206)972-2276 * Home (425)775-1752
Summary
True professional inside sales and marketing professional with a 25-plus year tr
ack record of achievement. Sixteen years experience in construction accounting,
enterprise and travel/expense management software as well as five award-winning
years in the cellular industry. I have been directly involved in the software in
dustry from the days of MS-DOS all the way to today's Software as a Service (Saa
S) applications. Awarded the Cellular One/AT&T Wireless Services Circle of Excel
lence Award consecutively from 1987 through 1989, and have generated sales leads
resulting in over $3 million during the past two years in my current position.
I am skilled and experienced in design and implementation of direct and email ma
rketing campaigns as well as all other phases of telemarketing and inside sales
operations.
Summary of Accomplishments
Regularly made sales quotas. Rapidly mastered new product data.
* Generated qualified sales opportunities resulting in over $3 million of new bu
siness sales over the past two fiscal years in current position at Concur Techno
logies, Inc.
* New business customers added included Qiagen Inc., Otsuka America Pharmaceutic
al Co., the Organization of American States, and EADS North America Inc. in curr
ent role at Concur Technologies, Inc.
* Secured 1,500 product demonstrations over 12 years resulting in $300,000 in ne
w business sales annually in a small-business market while at MIS Construction S
oftware, Inc.
* Generated appointments resulting in 1,100 cellular activations in a four-year
period from 1986 to 1990 at AT&T Wireless Services.
* Record of sustained achievement includes being awarded the AT&T Wireless Servi
ces Circle of Excellence for sales lead generation and recognition as an outstan
ding employee consecutively from 1987 through 1989.
Experience
Concur Technologies, Inc., Redmond, WA. 2007 to Present
Market Development Representative
Creatively and aggressively marketed the world's leading travel and expense mana
gement cloud computing software application for Large Accounts Division (compani
es ranging from 1,000-6,000 employees) in Eastern and Southeastern United States
by telephone, email, channel and direct marketing. Responsibilities included Di
rect and Channel inside sales lead generation and marketing. Regularly exceeded
sales lead and revenue generation quotas. Leads generated resulted in over $3 mi
llion in closed new business sales in 24-month period from September 2008 to the
present.
* Achieved career high of 116% of plan for the second quarter of the 2010 Fiscal
year helping the Market Development team to a record quarter in company history
.
* Showed persistence and attention to detail by regularly leading the Nationals
team in fulfilling marketing campaign penetration goals.
* Achieved career high in February 2010 by generating $822,833 in Annual Recurri
ng Revenue forecasted on leads generated (137% of plan).
UC4 Software, Inc., Redmond, WA. 2006 to 2007
Corporate Account Manager
Generated sales leads resulting in $230,000 in new enterprise software system sa
les in an 8-month period. Smartly devised and implemented email marketing campai
gns to increase sales leads generated. Diligently worked to maintain good workin
g relationships with outside sales force. Devised, tested and implemented telema
rketing presentations to increase sales lead generation. Managed telemarketing t
erritory efforts in Midwest, Southeast and Atlantic United States.
MIS Construction Software, Inc., Redmond, WA. 1994 to 2006
Marketing Manager
Secured 1,500 product demonstrations over 12-years resulting in $300,000 in new
accounting software sales to Small Business Market (SBM) construction and engine
ering firms annually.
* Maximized productivity of a 9,000-record GoldMine contact management database
using outbound telemarketing, direct mail, and email marketing.
* Created outstanding brand recognition in a very competitive construction verti
cal market covering Washington, Oregon, Northern California and Alaska.
* Proactively developed integrated marketing campaigns using telemarketing, dire
ct mail, and email marketing to achieve strong brand recognition and a 50% incre
ase in MIS's client base from 1997-2006.
American Drapery & Blind, Renton, WA. 1993 to 1994
National Sales Manager
Judiciously and aggressively guided a national sales telemarketing team in a com
pany with a top-down philosophy. Tirelessly worked across operational functions
to assure a positive team experience while increasing sales. Coached a team of s
ix go-getters marketing quality window treatment products to tenant improvement
and property management firms nationally.
SpaceLabs Medical, Redmond, WA. 1992 to 1993
Marketing Associate
Inside sales and lead generation of defibrillators and paramedic equipment to fi
re departments and EMS units nationally.
* Increased sales leads in Southeast United States territory by 10% in 1992 as p
art of national sales team using telemarketing and direct mail communications.
* Planned and implemented telemarketing efforts and strategies for Southeast U.S
. Region. Developed high-quality proposal quotations and collaterals to assist i
n marketing efforts.
Cellular One (AT&T Wireless Services), Seattle, WA. 1986 to 1991
Telemarketing Supervisor
Secured sales appointments resulting in 1,100 cellular activations in a four-yea
r period using professional inside sales and lead generation techniques. Awarded
promotion to telemarketing supervisor in 1989.
* Acclaimed as McCaw Cellular Circle of Excellence Winner from 1987 through 1989
. National award winner in 1987, Western Region winner in 1988 and 1989.
* Assisted in the development of the first national Telephone Acquisitions (TAQ)
program at AT&T Wireless Services. Assisted Manager in developing annual depart
ment budgets and objective planning from 1989-1991.
* Consistently averaged 75-100 calls and 30 contacts daily as a working supervis
or in the department as well as coaching the telemarketing team and helping deve
lop the Telephone Acquisitions (TAQ) program.
KBRD/KTAC Radio, Tacoma, WA. 1986 to 1986
Special Events Advertising Coordinator
Inside sales and design of special events advertising campaigns for clients such
as the Winston Wildlife Safari and the Tacoma Stars of the Major Indoor Soccer
League.
Colonial Penn Group, Inc., Eugene, OR. 1984 to 1985
Insurance Sales Representative (Personal Lines)
Pearlsoft, Ltd., Salem, OR. 1983 to 1983
Dealer Marketing Representative
Marketed relational database management software as the main competitor to Ashto
n-Tate's Dbase II nationally to software dealers and retail stores. Built partne
r channel relationships to increase repeat sales.
Education
Drake University, Des Moines, IA. 1982
B.A., Sociology (Urban Studies)
Major Coursework in Sociology with a minor in Marketing.
University of Phoenix, Washington Campus, Mountlake Terrace, WA. 2006
M.B.A., Marketing
GPA: 3.84. Areas of concentration: integrated marketing communications, strategi
c planning, and marketing management.
Additional Skills
* Software Applications - Microsoft Office: Microsoft Word, Microsoft Excel, Mic
rosoft Power Point, Microsoft Outlook, Microsoft Project.
* CRM/Database/Contact Management Software Applications: Salesforce.com, GoldMin
e, Oracle.
Training
Sandler Sales Training, Sandler Sales Institute, Seattle, WA., 2008 to 2008. Lar
ge corporation-specific sales training involving reading and presenting to an or
ganization's entire decision hierarchy using up-front verbal contracts and confi
rmations as well as strategic take-aways and psychological reverse selling to ga
in customer commitments and proceed along the sales path to close.